High Impact NEGOTIATION STRATEGIES

Ask yourself an uncomfortable question before your next vendor meeting. Do you know how the person opposite you gets paid? Not roughly. Specifically. Are they carried on annual contract value or total…

A technology sourcing professional carries twelve to eighteen open projects at any moment and closes forty to sixty deals a year across dozens of suppliers. Spread across that, a single renewal gets…

Every monopoly in your supply base was once a new contract, signed by somebody who had a choice. Not one of them was created by a commercial negotiation. Every one was created…

A supplier arrives asking for twelve percent across a category worth £4 million. That is £480,000. Most buyers negotiate the twelve. Some get it to eight, a few get it to six,…

Here is a question that takes fifteen seconds to ask, and which a monopoly supplier cannot answer well. Look at the increase you were just sent. Then check whether the same percentage…

Everybody in procurement knows the single-source supplier is expensive. Almost nobody can say how expensive, in pounds, on a page. That gap is why most monopolies never get fixed. Not politics, not…

Every negotiation technique you’ve ever been taught depends on one thing: the possibility that you might not do the deal. The anchor works because they want the deal. The silence works because…

You’ll negotiate this contract twice in your career. They’ll negotiate it two hundred times this year. A sourcing professional juggles fifteen open projects and closes fifty deals a year across dozens of…

For two decades I trained Fortune 500 procurement teams to sit across from a supplier and extract every pound from the deal. The flinch, the silence, the trade where nothing’s given for…

Business Negotiation Academy Ltd has been named Negotiation Training Provider of the Year for the second time in 2025, receiving the Southern Enterprise Award for Pioneering Excellence in Procurement & Sales Negotiation.…